sales training

This piece was originally published on omghub.com.


I get asked this question a lot: “We’ve tried sales training before and it didn’t really change anything. Why didn’t it work?”

It’s a common frustration and often explains why companies try it once and don’t go back, or why they use a different company every year.  There are three powerful reasons why sales training won’t work, and what you can do that will make it work everytime.  To explain why it doesn’t work, I recorded this 3-minute video to save you from having to read a long article.

 

So what can you do to make sure that sales training works?  These are the four most important factors:

  1. Evaluate Your Sales Force so that we know exactly which competencies need to be addressed through training.  Canned, off-the-shelf training won’t address the real issues if you don’t know what they are!
  2. Invest in 90-days of sales management training and coaching to help them coach to the content and incorporate Sales DNA into the coaching.
  3. Make sure that the frequency of your training is at minimum twice per month for at least 6 months – or more.
  4. Make sure that the training company and specifically the trainer know how to get your salespeople engaged and committed to change.  This isn’t school, you’re not providing education, you’re investing in training your salespeople to achieve different results than they are getting today.  It’s about change.

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Dave Kurlan on Twitter
Dave Kurlan
Founder and CEO atKurlan Associates
Dave Kurlan is a top-rated speaker, best selling author, radio show host, successful entrepreneur and sales development industry pioneer.

Dave is the founder and CEO of Objective Management Group, Inc. (OMG), the leader in sales candidate assessments and sales
force evaluations, and named the Top Sales Assessment Tool for
2011-2015. He is also CEO of Kurlan & Associates, Inc., an
international consulting firm specializing in sales force development,
and named three times to the Inc 5000.

He has written two books, including the best-seller Baseline Selling – How to Become a Sales Superstar by Using What You

Already Know about the Game of Baseball, and contributed to many
others, including Stepping Stones, with co-authors Deepak Chopra
and Jack Canfield.

His popular Blog, Understanding the Sales Force, was named the Top Sales & Marketing Blog for 2011-2015, and he was inducted into the Sales & Marketing Hall of Fame in 2012. Dave has also been named to the Top 50 Sales Influencers for 2012-2015.